Cohen Brown's Techno-Behavioral Solutions links sales technology with sales behavior to increase the effective usage of the technology and obtain ROI from sales technology investments.
There are three components to Cohen Brown's Techno-Behavioral approach:
1.
Techno-Behavioral Consulting
2.
Training Programs
3.
Technology Tools
Each is designed to maximize employee competence, confidence and motivation to effectively use sales technology and CRM applications, resulting in dramatic improvements in:
Customer service
Retention of desirable customers
Cross-selling and Up-selling
On boarding
Techno-Behavioral Solutions provides a comprehensive methodology to leverage each of the three Techno-Behavioral interfaces where sales technology and behavioral skills must synergistically come together to maximize performance results:
1.
Bankers using sales technology with Customers and Prospects, in-person and via telephone.
2.
Front Line Managers using sales technology to coach and follow up with Bankers.
3.
Senior Managers using sales technology to coach and follow up with Front Line Managers.
cbway®
cbway was developed by Cohen Brown to help bankers better use CRM data. Most CRM systems hold a wealth of information, but navigating the system to access and use the data is often cumbersome and slow.
cbway is a CRM interface that helps bankers hold sales conversations with their clients by providing key data in a single, easy-to-read screen. cbwaytm leverages the time-tested and proven Cohen Brown sales process, which has transformed the sales-and-service performance of bankers around the world.
This customized set of workflows supports bankers in all lines of business to confidently use CRM data to enhance the client experience and generate referrals across business unit lines.
A summary of the benefits of the cbway as compared to "vanilla" CRM systems follows.
Comparison of Vanilla CRM and cbway
Functionality
Vanilla CRM
cbway
Intuitive sales process
No
Yes
Intuitive sales presentation
No
Yes
Consolidated information from screens
No
Yes
Screen design for customer viewing
No
Yes
Horizontal screen scrolling for data
Yes
No
Data input in background
No
Yes
Data retrieval in background
No
Yes
Two-way data flow from legacy systems
Yes
No, from CRM only
Cross-modular functionality
Limited
Yes
cbway is supported by comprehensive yet user-friendly training that follows the Cohen Brown leader-led methodology to engage managers and provide them with behavioral coaching metrics to increase banker confidence and performance.
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2007 Cohen Brown Picture Co., Inc. All rights reserved. Legal Information
